Experiences & Qualifications**
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At least 3 years Sales experience with minimum 2 years in FMCG environment
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Bachelor’s degree in business management or economics
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Strong excel skills & analytical skills
Skills**
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Customer management and selling essentials ·
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Point of purchase execution and monitoring skills ·
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Development of sales infrastructures and Organisation ·
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Development of Customer/ Channel Investment Strategy ·
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Developing Customer Relationships ·
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Team management and Strong organization capacity
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Retailer Understanding
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Determine infrastructural requirement of a distributor for a particular territory including working capital required.
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Determine and prepare distributor sales and KPI targets using the Joint Business Plan toolkit.
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Ensure that working capital is effectively managed by constantly monitoring stocks, debtors and cash positions to meet the right norms.
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Build excellent relationships at KD and at POP level
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Set up the distributor team by recruiting the right skills, right numbers and training through field coaching to deliver assigned targets.
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Set targets for all distributor team and review performance constantly through market floor meetings to ensure target achievement.
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Ensure that KD is profitable by using the ROI toolkit to monitor income and expenditure and report on monthly actions to improve.
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Ensure weekly submission of KD extracts used in raising orders for the KDs
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Prepare beat plans for KD sales team to ensure effective & efficient coverage of assigned territory with all product categories
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Prospects, negotiates and initiates local actions in line with company policies
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Ensure the availability of the right product assortment at the right channel at the right price.
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Ensure achievement of the Field capability score by meeting targets for coverage, lines per call and bill productivity
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Building capability of distributor sales team through full day sales accompaniment and field coaching.
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Submission of weekly and monthly reports – weekly sales report, ROI and profitability report, working capital analysis report and safety reports.